When our values align, there's no limit to what we can achieve.
The Client Relationship Director FSP - Enterprise Accounts will work closely with Commercial Operations, SBU Delivery, Solutions Consultants, and Clients and Partners.
Responsibilities
Identify, target, and secure new business across Parexel's FSP services, primarily clinical operations, through professional, consultative, proactive sales activities directed at decision-makers and decision influencers.
Anticipate client questions; uncover clients' unique needs and become the focal point for discussing, representing, and selling Parexel's FSP solutions.
Lead proposal strategy and development in collaboration with Business Operations to ensure client needs are addressed and resourcing/pricing is appropriate to win the business and meet margin targets.
Drive the entire sales process and ensure smooth transition to delivery.
Maintain close relationships with delivery teams for identification of new opportunities to ensure account growth.
Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of the competitive landscape and high-priority opportunities.
Aggressively pursue awareness of competitive activities, positioning, and pricing, which includes specific reasons for awards and non-awards.
Execute on your assigned territory/account sales strategy to gain market share and build high levels of customer satisfaction and loyalty.
Qualifications
Proven sales track record of achieving/surpassing sales goals.
Ability to work independently and as a team player, including in complex, dynamic teams.
Excellent business/industry awareness and a thorough understanding of industry trends and their impact on the business.
Strong consultative skills.
Solid understanding of commercialization and the principles of drug discovery and development.
Excellent analytical skills in assessing and interpreting customer business data.
Demonstrated ability to build relationships and communicate at senior management level.
Demonstrated ability to influence others internally and externally.
Ability to establish and maintain effective working relationships with coworkers, managers, clients, and customers.
Ability to maintain demanding timelines.
Adaptability and flexibility to changing priorities.
Demonstrated ability to work creatively in a fast-paced environment.
Attention to detail and ability to work simultaneously on multiple priorities.
Willingness to travel 50% of the time as client needs dictate.
Experience and Education
Prior experience in a B2B sales role in a CRO selling FSP services required.
Experience with clinical operations services highly desirable.
Experience selling clinical services required.
A bachelor's degree is required; an advanced degree is preferred.
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